Most go-to-market playbooks are built for 30–90 day sales cycles. What happens when yours runs 1–2 years?
In this episode of Frenemies, Julia sits down with Josephine Kleiner, Head of Sales at Vitus Cloud, a scale-up selling data management infrastructure into the construction industry. A complex, relationship-driven, and traditionally slow-to-adopt market where trust takes years to build, and the standard SaaS playbook fails fast.
Josephine shares how she approaches pipeline, experimentation, and alignment in a world where revenue is always further down the road than you'd like - and why protecting your ICP might be the most important growth decision you make.
Topics covered in this episode:
Why the standard SaaS go-to-market playbook breaks in complex industries
How to manage pipeline when sales cycles run 1–2 years
The leading indicators that matter before revenue shows up
How Vitus built OnSight, a full go-to-market program that started as a 3-person experiment
Why bad-fit customers aren't just a churn problem, they're a growth problem
Balancing quantitative data with relationship-driven insight
What construction can teach every B2B team about trust, patience, and staying top of mind
Podden och tillhörande omslagsbild på den här sidan tillhör
Julia Hartwig. Innehållet i podden är skapat av Julia Hartwig och inte av,
eller tillsammans med, Poddtoppen.
